B Swaminathan
Alex Bagwell – Global Channel Director and Saagar Gadhok – Business Manager APAC, both from Tripwire were recently in India for a slew of activities in India. In an exclusive chat, the duo from leading security OEM explains their market plans for India. Edited excerpts.
How bullish are you on the channel business in India?
Extremely bullish. It’s clear that there is a strong future in India and Tripwire is looking to support that. India is forecasting for double-digit growth in the SaaS, Cloud, and the Security market over the next 3-5 years along with a strong resourceful growing workforce. Similar to our parent company Belden who recently built the Chakan plant near Pune we are investing in resources to serve our customers better in the India marketplace.
What is your distribution model and how many partners you bill directly and indirectly?
Our model is quite simple; We have a two-tier model that allows Tripwire to leverage distribution and a partner ecosystem. This allows us to have a broader reach into the market place ensuring we touch as many customers as possible while providing quality support through our partners.
What type of industries your product fits in and how good you transform your solution to a channel which, in turn, can sell to customers?
Tripwire is very strong in the Healthcare, Manufacturing, and Banking industries. Our proven track record in these spaces has made it easier to provide the Channel with the resources they need to go out and sell it.
Please explain your certification levels and how good is your rebate schemes?
We have three tiers within our Channel partner program to become a certified Tripwire partner. Each tier brings an increased level of focus on that partner along with resources and rebates to help incentivize that partner to becoming a stronger advocate for Tripwire.
What is your channel GTM for the next financial year?
We want to be aligned with the partners that see the true value in what Tripwire brings not only in our product and services but in our partnership. We are not looking to be slightly important to many, but very important to a select few.